And once understood, you can bid farewell to struggling with small talk.

一旦理解了這一點，你就可以告別費力不討好的閒聊了。

No more tedious weather chit-chat.

不再有乏味的天氣閒聊。

And the best part, you don't even have to say a word.

最棒的是，你甚至不用說一句話。

In this video, I'll show you precisely how to interact with high-net-worth clients, build relationships, and ultimately increase sales.

在這部影片中，我將向你精確展示如何與身價高的客戶互動、建立關係並最終提高銷售額。

I'm Paul Russell, co-founder of Luxury Academy.

我是奢侈品學院的聯合創始人 Paul Russell。

As a training partner for renowned luxury brands worldwide, one of the most common challenges that I'm asked to address is the difficulty in effectively engaging with high-net-worth clients and luxury consumers.

作為全球知名奢侈品牌的培訓合作伙伴，我最常被要求解決的難題之一就是如何有效地與高身價客戶和奢扯消費者打交道。

People often express concerns such as, "I never know what to say," or "What are some good conversation starters?" or "I feel awkward in social situations." These are normal concerns.

人們經常會表達這樣的擔憂：「我總是不知道該說什麼」，或者 「有什麼好的開場白嗎？」或者 「我在社交場合感到尷尬」。這些都是正常的擔憂。

And the good news is there's actually a simple method anyone can use to feel more at ease.

好消息是，其實有一個簡單的方法，任何人都可以用它來讓自己更自在。

The reason that people struggle with small talk is simply not knowing what to say or how to say it.

人們在閒聊時感到吃力的原因就是不知道該說什麼或怎麼說。

We then resort to boring, boring topics like the weather.

然後，我們就開始討論天氣等無聊的話題。

Instead, you should encourage clients to talk about themselves.

相反，你應該鼓勵客戶談論自己。

There is one topic of conversation that we all adore, and that's ourselves. We absolutely believe, without exception, that we are the most captivating, most interesting subject on the planet.

我們都喜歡談論一個話題，那就是我們自己。我們無一例外地堅信，我們是這個星球上最迷人、最有趣的話題。

Research shows that when talking about yourself, the same brain areas as indulging in good food, talking about taking drugs, or even having sex is used.

研究表明，在談論自己的時候，大腦會使用與沉迷於美食、談論吸毒甚至做愛相同的區域。

It's a neurological high that you can leverage to your own advantage. In small talk, as a luxury professional, the less you speak, the better.

這是一種神經興奮，你可以利用它為自己帶來優勢。在閒聊中，作為一名奢侈專業人士，你說得越少越好。

A client can leave a 45-minute conversation having talked about nothing but themselves and think, "Wow, I really liked them," and you've hardly said a word.

在 45 分鐘的談話中，客戶可能只談了他們自己，然後會想：「哇，我真的很喜歡他們」，而你卻幾乎沒說一句話。

And I can make this even easier for you with a simple formula, and it's called the ARE formula.

我可以用一個簡單的公式讓這一切變得更容易，這個公式就是 ARE 公式。

Anchor, reveal, encourage.

錨定、揭示、鼓勵。

Typical Sales 101 encourages open-ended questions like, "How's the weather in Paris?" To which, you likely get a lackluster reply.

典型的銷售入門課程會鼓勵使用開放式問題，例如「巴黎的天氣怎麼樣？」而你可能只會得到一個乏善可陳的回應。

It's mundane, and people see through it.

這很平淡，而且人們一眼就能看穿。

It's boring as well.

這也很無聊。

Using the ARE formula, it goes something like this.

使用 ARE 公式，可以得出這樣的結果。

First, anchor the conversation by connecting it to your mutual shared reality.

首先，將對話與你們共同的現實情況聯繫起來，從而使對話具有基礎性。

For instance, "Oh, you've just returned from Paris."

例如，「哦，你剛從巴黎回。」

Next, reveal something about yourself related to the anchor that you've thrown out.

接下來，透露一些與你拋出的錨有關的自己的資訊。

Like, "I was there last August, and it was scorching hot. I didn't get to enjoy the city as much as I hoped."

比如，「我去年八月去過那裡，那裡酷熱難耐。我沒能像我希望的那樣享受這座城市。」

Finally, encourage by asking a question and letting them take the lead in the conversation.

最後，提出一個問題，讓他們在談話中發揮主導作用，以此鼓勵他們。

For example, you might say, "I imagine it's far more pleasant this time of year. Do you usually stay in the center of Paris?"

例如，你可以說：「我想，每年的這個時候，天氣都會好得多。你通常會待在巴黎市中心嗎？」

Mastering this technique takes practice, but it's not rocket science.

掌握這種技巧需要練習，但並不是什麼火箭科學。

Do be careful:

一定要小心：

Most people overlook the reveal element in small talk, turning their conversations into interrogations.

大多數人都忽略了閒聊中的「揭示」元素，把談話變成了審問。

Focus on offering follow-up comments and questions to keep the conversation flowing. So there you have it.

注重提出後續意見和問題，以保持對話的流暢性。就是這樣。

Use the ARE formula to engage with high-net-worth individuals, and I guarantee you that they'll find you more intriguing and less boring.

使用 ARE 公式與高淨值人士打交道，我向你保證，他們會覺得你更有趣，不那麼無聊。